Probe Before You Sell
This is typically described as needs based selling.
The most efficient method to discover your customers needs, is to ask probing, open-ended questions.
An open-ended question does not permit your client to offer you a yes or no answer, it makes https://www.mapquest.com/us/utah/lexington-law-283741594 them describe to you what their needs are, and why they would need a particular product.
Here is an example, if you were a sales associate at a furniture shop, and a customer walked in searching for a dining-room set, an open-ended question you may ask would be:
Tell me about the specific type of pattern you are searching for, or put simply, inform me more about what you are looking for
This puts your consumer in a situation where they can not say yes or no, they must enter into detail.
On a personal note ...
Not to long back, my wife and I remained in an outlet store searching for a coat for me.
I found one that I like hanging on a discount rate rack. It was brown, with a detachable liner, and a zipper that ran the length of the collar, to safeguard your neck.
I liked it a lot, I took it from the rack and attempted it on.
As I stood appreciating myself in the mirror, a sales associate came by and complimented me on my look in this jacket.
I smiled politely and thanked her. She than continued to tell me that the very best part about the jacket was that it smelled like genuine leather.
Taking her word for it, I put my nose to the sleeve, took a whiff, and sure enough, it smelled like real leather.
The just problem was ...
I do not like the odor of leather.
Needless to state, I put the coat back on the rack, and the friendly sales individual lost the sale and the commission.
The error the sales person made was assuming that I liked the smell of leather. It was a safe assumption on the part of the sales person, because many people like the odor of leather. This does not mean it ought to be taken for granted.
The point I am trying to make, is that it is necessary that you ask penetrating and open-ended questions, find out as much as you perhaps can about your customer before you present them with a product. Youll wind up with a lot more sales. Believe me!